Account Manager-Enterprise

What You’ll Do

• Manage and grow business within a portfolio of large enterprise customers ($5B+), with a focus on revenue expansion and customer realization of value.​
• Develop and execute strategic account plans to identify cross-sell and upsell opportunities aligned to customer goals.
• Conduct Quarterly Business Reviews (QBRs) with customers to understand their business priorities, ensure value realization, and uncover growth opportunities.
• Collaborate with strategic reseller partners and partner managers to deliver maximum value to customers. 
• Build and maintain relationships with executive-level decision-makers within IT and the LOBto promote long-term customer success.
• Collaborate with Customer Success and Support teams to ensure successful onboarding, high adoption rates, and seamless service delivery.
• Prospect and develop new enterprise accounts through outreach, events, SDR collaboration, and partner referrals.
• Support and lead complex, multi-stakeholder sales cycles, engaging procurement, IT, and business leadership.
• Create compelling business cases that articulate ROI and clearly align SOTI’s solutions with customer needs.
• Own end-to-end direct sales engagements for key accounts, including discovery, solution positioning, negotiation, and closing.
• Partner with Marketing and SDRs to generate pipeline and qualify new opportunities.
• Ensure contracts align with customer needs and internal objectives.
• Maintain a clean and active pipeline, using CRM tools (e.g., Salesforce) to track opportunities, activities, and forecasting.
• Analyze customer data, usage patterns, and market trends to identify risk and expansion opportunities.
• Represent SOTI at customer meetings, industry events, and partner engagements to drive visibility and thought leadership.
• Support regional and national marketing campaigns to drive awareness and engagement within your territory.

Experience You’ll Bring

• 3–5 years of experience in Enterprise B2B SaaS sales or account management
• Proven ability to grow accounts through upselling, cross-selling, and delivering customer value.
• Experience managing complex sales cycles and engaging cross-functional enterprise stakeholders.
• Financial acumen and fundamentals of project management.
• Strong presentation and communication skills, with the ability to lead business reviews and customer conversations at the executive level.
• Adept at pipeline management and sales forecasting; skilled in using CRM platforms like Salesforce.
• Comfortable working with internal teams across Customer Success, SDRs, Marketing, and Channel Sales.
• Self-starter with a growth mindset, high curiosity, and strong problem-solving skills.
• Willingness to travel within North America up to 25%.